TEDGlobal 2012
Amy Cuddy: Your body language may shape who you are
Amy Cuddy: 姿勢決定你是誰!
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身體語言影響別人對我們的觀感，同時亦改變我們如何看自己。社會心理學家 Amy Cuddy 說明"高權勢姿勢"--即使在不覺得充滿信心時站起來一副很有自信的樣子--可以改變我們腦內睪固銅和可體松的濃度，進而影響成功的機會。
Amy Cuddy - Social psychologist
Amy Cuddy’s research on body language reveals that we can change other people’s perceptions — and perhaps even our own body chemistry — simply by changing body positions. Full bio
Amy Cuddy’s research on body language reveals that we can change other people’s perceptions — and perhaps even our own body chemistry — simply by changing body positions. Full bio
Double-click the English transcript below to play the video.
00:16
So I want to start by offering you a free
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首先我要提供你們一個免費的
00:19
no-tech life hack,
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不涉科技的生活小撇步
00:22
and all it requires of you is this:
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你只要
00:24
that you change your posture for two minutes.
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改變你的姿勢二分鐘
00:28
But before I give it away, I want to ask you to right now
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在我說明前，我要先請大家
00:32
do a little audit of your body and what you're doing with your body.
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先檢視一下你的姿態
00:35
So how many of you are sort of making yourselves smaller?
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你們之中有多少人身體是約略縮小的?
00:38
Maybe you're hunching, crossing your legs,
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或許你現在翹著腳駝著背?
00:40
maybe wrapping your ankles.
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或者雙手抱膝
00:41
Sometimes we hold onto our arms like this.
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有時我們會這樣抱著手臂
00:45
Sometimes we spread out. (Laughter)
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有時我們會打開雙手 (笑聲)
00:49
I see you. (Laughter)
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我看到囉(笑聲)
00:51
So I want you to pay attention to what you're doing right now.
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現在請大家專心在自己身上
00:54
We're going to come back to that in a few minutes,
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我們等一下在回到這件事上
00:56
and I'm hoping that if you learn to tweak this a little bit,
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希望你們可以稍微改變一下
00:59
it could significantly change the way your life unfolds.
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這會讓你的生活變得很不一樣
01:03
So, we're really fascinated with body language,
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所以，我們深為身體語言著迷
01:07
and we're particularly interested
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特別是
01:09
in other people's body language.
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別人的身體語言
01:11
You know, we're interested in, like, you know — (Laughter) —
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你知道，當我們為 (笑聲)
01:16
an awkward interaction, or a smile,
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尷尬的互動，或微笑
01:20
or a contemptuous glance, or maybe a very awkward wink,
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或輕蔑的一瞥，或不自然的眨眼
01:24
or maybe even something like a handshake.
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甚至是握手這樣的一件事
01:27
Narrator: Here they are arriving at Number 10, and look at this
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（影片旁白）：他們抵達英國首相官邸唐寧街10號，
01:30
lucky policeman gets to shake hands with the President
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幸運的警員可以和美國總統握手
01:33
of the United States. Oh, and here comes
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噢，還有
01:35
the Prime Minister of the — ? No. (Laughter) (Applause)
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來自....的首相? 不 (笑聲) (掌聲)
01:40
(Laughter) (Applause)
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(笑聲) (掌聲)
01:42
Amy Cuddy: So a handshake, or the lack of a handshake,
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所以一個握手，或不握手
01:47
can have us talking for weeks and weeks and weeks.
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我們都可以聊上好幾個禮拜
01:49
Even the BBC and The New York Times.
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即使 BBC 和紐約時報也不例外
01:51
So obviously when we think about nonverbal behavior,
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我們說到非語言行為或身體語言時
01:55
or body language -- but we call it nonverbals as social scientists --
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我們社會科學學者將之歸類為非口語語言
01:59
it's language, so we think about communication.
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它就是一種語言，所以我們會想到溝通
02:01
When we think about communication, we think about interactions.
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當我們想到溝通，我們就想到互動
02:04
So what is your body language communicating to me?
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所以你現在的身體語言正在告訴我甚麼?
02:07
What's mine communicating to you?
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我的身體又是在傳達甚麼給你們?
02:09
And there's a lot of reason to believe that this is a valid
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有很多理由讓我們相信這是有效的切入點
02:13
way to look at this. So social scientists have spent a lot
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社會科學家花了很多時間
02:16
of time looking at the effects of our body language,
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研究我們的身體語言
02:19
or other people's body language, on judgments.
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或其他人的身體語言在判斷方面的效應
02:22
And we make sweeping judgments and inferences from body language.
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而我們根據他人的身體語言，推論並做出快速又決絕的判斷
02:25
And those judgments can predict really meaningful life outcomes
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這些判斷可以幫我們預測生命裡很有意義的事件
02:29
like who we hire or promote, who we ask out on a date.
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像是要雇用誰，邀請誰出去約會
02:33
For example, Nalini Ambady, a researcher at Tufts University,
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舉例而言，Tufts 大學的研究員，Nalini Ambady
02:38
shows that when people watch 30-second soundless clips
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讓我們看到 當人們觀賞一段 30 秒
02:42
of real physician-patient interactions,
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正牌醫師和病人互動的無聲影片
02:45
their judgments of the physician's niceness
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他們對該醫師是否和善的觀感
02:48
predict whether or not that physician will be sued.
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可用來預測該醫師日後是否會被病人告上法庭
02:50
So it doesn't have to do so much with whether or not
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跟這個醫師稱職與否沒有太大關係
02:53
that physician was incompetent, but do we like that person
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重點是我們喜不喜歡他
02:55
and how they interacted?
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和他們互動的情形?
02:58
Even more dramatic, Alex Todorov at Princeton has shown
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更戲劇化的是，普林斯頓的 Alex Todorov 的研究告訴我們
03:00
us that judgments of political candidates' faces
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我們在一秒內對政治人物臉部的喜好判斷
03:04
in just one second predict 70 percent of U.S. Senate
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對美國參議院和美國州長的
03:09
and gubernatorial race outcomes,
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選舉結果有 70% 的預測力
03:12
and even, let's go digital,
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甚至，在電腦上的互動
03:14
emoticons used well in online negotiations
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在線上協商時，妥善運用表情符號
03:18
can lead to you claim more value from that negotiation.
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可以讓你在協商中獲的較多價值
03:21
If you use them poorly, bad idea. Right?
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假如你運用不得當，不妙！對吧?
03:24
So when we think of nonverbals, we think of how we judge
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當我們想到非口語語言，我們就想到判斷別人
03:27
others, how they judge us and what the outcomes are.
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別人如何判斷我們以及結果
03:30
We tend to forget, though, the other audience
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我們往往忘記，還有其他人也受到我們非口語語言影響
03:32
that's influenced by our nonverbals, and that's ourselves.
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那就是我們自己
03:36
We are also influenced by our nonverbals, our thoughts
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我們也同時受自己的非口語語言、想法
03:39
and our feelings and our physiology.
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感覺和生理影響
03:41
So what nonverbals am I talking about?
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所以我說的究竟是甚麼樣的非口語語言?
03:45
I'm a social psychologist. I study prejudice,
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我是一位社會心理學家，我研究偏見
03:48
and I teach at a competitive business school,
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我在一所競爭激烈的商學院教書
03:50
so it was inevitable that I would become interested in power dynamics.
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因此無可避免地對權力間互動關係著迷
03:55
I became especially interested in nonverbal expressions
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特別是在非口語語言表達方面
03:59
of power and dominance.
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的權力和支配
04:01
And what are nonverbal expressions of power and dominance?
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展示權力和支配的非口語語言又為何呢?
04:03
Well, this is what they are.
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嗯，讓我細細道來
04:05
So in the animal kingdom, they are about expanding.
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在動物世界裡，權力和支配的非口語語言講究擴展
04:08
So you make yourself big, you stretch out,
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所以你盡可能得把自己變大，你伸展身體
04:11
you take up space, you're basically opening up.
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占滿空間，基本上就是開展身體
04:14
It's about opening up. And this is true
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就是關於展開身體
04:17
across the animal kingdom. It's not just limited to primates.
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整個動物世界都是如此，不僅限於靈長類。
04:21
And humans do the same thing. (Laughter)
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人類也幹同樣的事(笑聲)
04:24
So they do this both when they have power sort of chronically,
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不論是習於權力的人
04:28
and also when they're feeling powerful in the moment.
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或普通人偶而碰上可以大聲講話的時後，都是如此
04:31
And this one is especially interesting because it really shows us
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特別有趣的原因是
04:34
how universal and old these expressions of power are.
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它讓我們明白古今世界權力的展現從來是如此地一致
04:38
This expression, which is known as pride,
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自尊的表現
04:41
Jessica Tracy has studied. She shows that
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Jessica Tracy 研究顯示
04:44
people who are born with sight
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視力正常的人
04:46
and people who are congenitally blind do this
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和先天視障的人
04:49
when they win at a physical competition.
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在贏得比賽時都做同樣的事
04:51
So when they cross the finish line and they've won,
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當他們跨過終點線贏得比賽之際
04:53
it doesn't matter if they've never seen anyone do it.
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無論他們是否曾看過這種行為
04:55
They do this.
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他們都展現這個姿勢
04:56
So the arms up in the V, the chin is slightly lifted.
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雙臂呈V字型朝上，下巴微揚
05:00
What do we do when we feel powerless? We do exactly
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那我們感到無助的時候呢? 我們做完全相反的事
05:02
the opposite. We close up. We wrap ourselves up.
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我們縮起身體。我們把自己捲曲起來
05:06
We make ourselves small. We don't want to bump into the person next to us.
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讓自己變得小一點，最好別碰到身旁的人
05:10
So again, both animals and humans do the same thing.
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我再重複一次，人類和動物都一樣
05:13
And this is what happens when you put together high
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這是在權力不對等時發生的狀況
05:16
and low power. So what we tend to do
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在不對等權力狀態下，我們傾向
05:18
when it comes to power is that we complement the other's nonverbals.
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和對方互補
05:23
So if someone is being really powerful with us,
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若有人對我們展現權力
05:25
we tend to make ourselves smaller. We don't mirror them.
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我們傾向把自己縮小些，我們不模仿他們
05:27
We do the opposite of them.
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我們背道而馳
05:29
So I'm watching this behavior in the classroom,
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當我在課堂上觀察這麼現象時
05:33
and what do I notice? I notice that MBA students
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你猜我發現甚麼? 我發現 MBA 的學生
05:39
really exhibit the full range of power nonverbals.
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把權力的非口語語言部分表達的淋漓盡致
05:42
So you have people who are like caricatures of alphas,
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你會看到有些人就像動物群裡支配的雄性的變形
05:45
really coming into the room, they get right into the middle of the room
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上課前大搖大擺走進教室，一屁股坐在教室正中
05:48
before class even starts, like they really want to occupy space.
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好像他們真的要占據整個空間似的
05:52
When they sit down, they're sort of spread out.
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當他們坐下的時候，身體會展開
05:54
They raise their hands like this.
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舉手時會像這樣把手高舉起來
05:56
You have other people who are virtually collapsing
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有些人基本上是攤成一堆
05:58
when they come in. As soon they come in, you see it.
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他們一走進來你就會發現
06:01
You see it on their faces and their bodies, and they sit
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從他們的臉上表情和身體姿勢都看得出來
06:03
in their chair and they make themselves tiny,
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他們坐在椅子上，把自己縮的小小的
06:05
and they go like this when they raise their hand.
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然後舉手的時候是這種畏畏縮縮的樣子
06:08
I notice a couple of things about this.
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我觀察到兩點：
06:10
One, you're not going to be surprised.
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第一，不出所料
06:12
It seems to be related to gender.
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這跟性別有關
06:14
So women are much more likely to do this kind of thing than men.
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女人比男人更會顯得畏縮
06:20
Women feel chronically less powerful than men,
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長期以來女人都不覺得像男人那麼強勢
06:22
so this is not surprising. But the other thing I noticed is that
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所以這並不太讓人意外。但第二件我觀察到的
06:26
it also seemed to be related to the extent to which
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這種表現似乎跟學生的參與程度
06:29
the students were participating, and how well they were participating.
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與參與表現相關
06:33
And this is really important in the MBA classroom,
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在 MBA 的課堂上來說這真的非常重要
06:35
because participation counts for half the grade.
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因為參與的表現占成績的一半
06:38
So business schools have been struggling with this gender grade gap.
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所以商學院一直以來都為男女生在參與上的差別傷腦筋
06:42
You get these equally qualified women and men coming in
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入學的時候男女生不分軒輊
06:46
and then you get these differences in grades,
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可是成績出來卻反映性別差異
06:48
and it seems to be partly attributable to participation.
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而看起來一部分原因和參與有關
06:51
So I started to wonder, you know, okay,
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所以我開始思考，好吧
06:54
so you have these people coming in like this, and they're
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所以這群人一開始來是這副樣子，看起來積極參與
06:56
participating. Is it possible that we could get people to fake it
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那是不是可能讓大家先假裝成那樣
07:00
and would it lead them to participate more?
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進而影響他們，能更積極參與?
07:02
So my main collaborator Dana Carney, who's at Berkeley,
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我在 Berkeley 的主要合作研究夥伴，Dana Carney
07:07
and I really wanted to know, can you fake it till you make it?
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和我都很想知道，是不是能先假裝，到最後則成真
07:10
Like, can you do this just for a little while and actually
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譬如說，先小小假裝一陣子，然後在實際行為上經驗到
07:13
experience a behavioral outcome that makes you seem more powerful?
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你看來很有權力的樣子的結果
07:17
So we know that our nonverbals govern how other people
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我們都知道非口語語言影響
07:21
think and feel about us. There's a lot of evidence.
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他人對我們的看法。已經有很多研究證明這件事
07:22
But our question really was, do our nonverbals
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而我們要問的問題是，非口語語言
07:26
govern how we think and feel about ourselves?
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是否影響我們對自己的看法與感覺？
07:29
There's some evidence that they do.
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確實有證據支持這個說法
07:31
So, for example, we smile when we feel happy,
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舉例來說，我們開心的時候會微笑
07:36
but also, when we're forced to smile
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但同樣地，當我們被迫在口中咬住一隻筆
07:38
by holding a pen in our teeth like this, it makes us feel happy.
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呈現微笑的表情時，我們也會感到開心
07:43
So it goes both ways. When it comes to power,
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代表這是互為因果，互相影響的。說到權力
07:46
it also goes both ways. So when you feel powerful,
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亦是如此。所以當我們感到很有權力時
07:51
you're more likely to do this, but it's also possible that
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你比較會這樣做，但你也可能
07:54
when you pretend to be powerful, you are more likely
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假裝自己很有權力，
08:00
to actually feel powerful.
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然後真的覺得自己力量強大
08:02
So the second question really was, you know,
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那第二個問題就是
08:05
so we know that our minds change our bodies,
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我們知道心理狀態會影響身體
08:08
but is it also true that our bodies change our minds?
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那身體是否能影響心理呢?
08:12
And when I say minds, in the case of the powerful,
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這裡所說的心理充滿力量
08:15
what am I talking about?
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指的是甚麼?
08:16
So I'm talking about thoughts and feelings
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我指的是想法和感覺
08:19
and the sort of physiological things that make up our thoughts and feelings,
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和構成我們想法和感受的生理因素
08:22
and in my case, that's hormones. I look at hormones.
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我這裡是指荷爾蒙。所以我針對荷爾蒙來看
08:25
So what do the minds of the powerful versus the powerless
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充滿力量或充滿無力感
08:28
look like?
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在荷爾蒙層面上有什麼差別？
08:30
So powerful people tend to be, not surprisingly,
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不出乎意料，感覺自己有力的人往往
08:34
more assertive and more confident, more optimistic.
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比較果斷，自信，且樂觀
08:38
They actually feel that they're going to win even at games of chance.
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他們確切認為機會永遠站在他們這邊
08:41
They also tend to be able to think more abstractly.
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他們也較擅長抽象思考
08:45
So there are a lot of differences. They take more risks.
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還有許多差異。這種人比較敢承受風險
08:48
There are a lot of differences between powerful and powerless people.
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強勢的人與充滿無力感的人真的差別很大
08:51
Physiologically, there also are differences on two
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在生理上有二個重要的荷爾蒙對此有影響
08:54
key hormones: testosterone, which is the dominance hormone,
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一是睪固酮:也就是支配性荷爾蒙
08:58
and cortisol, which is the stress hormone.
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一是腎上腺皮質醇:也就是壓力荷爾蒙
09:02
So what we find is that
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我們發現到
09:05
high-power alpha males in primate hierarchies
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靈長類裡的強勢男性
09:09
have high testosterone and low cortisol,
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有大量的睪固酮和低量的腎上腺皮質醇
09:12
and powerful and effective leaders also have
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強勢，高效能的領袖人物
09:16
high testosterone and low cortisol.
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也有大量睪固酮與低量的腎上腺皮質醇
09:18
So what does that mean? When you think about power,
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這表示甚麼? 當你想到權力
09:20
people tended to think only about testosterone,
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人們往往只想到睪固酮
09:23
because that was about dominance.
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因為它代表支配統治
09:24
But really, power is also about how you react to stress.
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但力量其實也和如何處理壓力有關
09:28
So do you want the high-power leader that's dominant,
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所以你會想見一個有支配地位強勢領袖
09:31
high on testosterone, but really stress reactive?
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有著很多睪固酮但同時又對壓力反應過度嗎?
09:34
Probably not, right? You want the person
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大概不會吧，不是嗎?你會希望那個人
09:36
who's powerful and assertive and dominant,
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是充滿力量，肯定果斷，非常強勢
09:38
but not very stress reactive, the person who's laid back.
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但也不會對壓力反應過度，不能輕鬆以對
09:42
So we know that in primate hierarchies, if an alpha
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靈長動物的社群階級裡，如果一個強勢雄性
09:48
needs to take over, if an individual needs to take over
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想要奪權，如果一個雄性突然想要爭取
09:52
an alpha role sort of suddenly,
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首領這個角色
09:55
within a few days, that individual's testosterone has gone up
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幾天內，他體內的睪固酮一定急速增加
09:58
significantly and his cortisol has dropped significantly.
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而其腎上腺皮質醇劇烈地減少
10:01
So we have this evidence, both that the body can shape
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身體影響心理，由此可證
10:04
the mind, at least at the facial level,
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至少就表面而言是如此
10:07
and also that role changes can shape the mind.
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同時角色的轉換也會影響心理
10:11
So what happens, okay, you take a role change,
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所以，如果你改變角色
10:14
what happens if you do that at a really minimal level,
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如果你做一個微小改變會怎樣
10:16
like this tiny manipulation, this tiny intervention?
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像這樣的操作，這樣一個小小的干預?
10:19
"For two minutes," you say, "I want you to stand like this,
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"持續二分鐘"你說，"我要你們這樣站著，
10:21
and it's going to make you feel more powerful."
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它會讓你感到更充滿力量"
10:24
So this is what we did. We decided to bring people
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接著我們就決定做這個實驗。
10:28
into the lab and run a little experiment, and these people
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我們將人們帶進實驗室做個小實驗
10:33
adopted, for two minutes, either high-power poses
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這些人將擺出有權勢的姿態
10:37
or low-power poses, and I'm just going to show you
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或無力的姿態兩分鐘，現在我們一起看
10:39
five of the poses, although they took on only two.
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這五種姿勢，雖然他們只做了其中二種
10:42
So here's one.
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這是其一
10:45
A couple more.
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再兩個姿勢
10:47
This one has been dubbed the "Wonder Woman"
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這個姿勢是媒體一般稱為
10:50
by the media.
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"神力女超人" 的姿態
10:52
Here are a couple more.
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還有這兩個
10:53
So you can be standing or you can be sitting.
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或站或坐
10:56
And here are the low-power poses.
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這些是無助的姿勢
10:58
So you're folding up, you're making yourself small.
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你雙手交叉，試著讓自己變小一點
11:02
This one is very low-power.
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這張顯現非常無助的樣子
11:04
When you're touching your neck,
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當你摸脖子
11:05
you're really protecting yourself.
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你其實在保護自己
11:07
So this is what happens. They come in,
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實際的狀況是，他們一進來
11:10
they spit into a vial,
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先朝試管裡吐口口水
11:12
we for two minutes say, "You need to do this or this."
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我們告訴他，擺這個姿勢，兩分鐘
11:15
They don't look at pictures of the poses. We don't want to prime them
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他們不會看到姿勢的照片，因為我們不想要暗示，影響他們
11:17
with a concept of power. We want them to be feeling power,
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我們要他們自己感覺力量
11:20
right? So two minutes they do this.
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不是嗎? 所以他們擺了二分鐘姿勢
11:22
We then ask them, "How powerful do you feel?" on a series of items,
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然後，我們拿一堆東西，問他們: "現在你覺得自己多有力量?"
11:25
and then we give them an opportunity to gamble,
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受試者接著會有一個博奕的機會
11:28
and then we take another saliva sample.
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接著再取一次唾液樣本
11:31
That's it. That's the whole experiment.
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就是這樣。這就是整個實驗
11:33
So this is what we find. Risk tolerance, which is the gambling,
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我們發現到風險承擔能力，用賭博來衡量
11:36
what we find is that when you're in the high-power
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擺出有權勢姿勢的人
11:39
pose condition, 86 percent of you will gamble.
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有 86% 會選擇賭博
11:43
When you're in the low-power pose condition,
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擺低權勢姿態的人呢
11:45
only 60 percent, and that's a pretty whopping significant difference.
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只有 60% 會賭，這兩者間差異真的很大
11:49
Here's what we find on testosterone.
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我們發現
11:51
From their baseline when they come in, high-power people
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這些人進來的那一刻起，擺高權勢姿態的人
11:55
experience about a 20-percent increase,
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睪固酮會上升 20%
11:57
and low-power people experience about a 10-percent decrease.
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擺低權勢姿態的人則是下降 10%
12:02
So again, two minutes, and you get these changes.
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所以，再說一次，只有兩分鐘，就有這種差異
12:05
Here's what you get on cortisol. High-power people
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擺有權勢姿態的人
12:07
experience about a 25-percent decrease, and
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腎上腺皮質醇下降 25%，
12:10
the low-power people experience about a 15-percent increase.
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擺低權勢姿態的人腎上腺皮質醇則上升 15%
12:14
So two minutes lead to these hormonal changes
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只要二分鐘可以讓這些荷爾蒙產生這種改變
12:17
that configure your brain to basically be either
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使你的腦袋成為
12:20
assertive, confident and comfortable,
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果斷、自信和自在
12:23
or really stress-reactive, and, you know, feeling
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或高度緊張以及感到
12:27
sort of shut down. And we've all had the feeling, right?
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退縮。我們都曾有過這些體驗不是嗎?
12:31
So it seems that our nonverbals do govern
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看來非口語的語言確實掌控
12:34
how we think and feel about ourselves,
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我們對自己的想法感受
12:36
so it's not just others, but it's also ourselves.
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不只是影響別人，更影響我們自己
12:39
Also, our bodies change our minds.
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同時，我們的身體可以改變心理
12:41
But the next question, of course, is
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但下一個問題，當然，就是
12:44
can power posing for a few minutes
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維持數分鐘的姿勢
12:45
really change your life in meaningful ways?
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是否真能影響你的人生?
12:47
So this is in the lab. It's this little task, you know,
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剛剛都只是在實驗室哩，一個小實驗，你知道的，
12:50
it's just a couple of minutes. Where can you actually
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只有幾分鐘。這有什麼地方可以應用呢？
12:53
apply this? Which we cared about, of course.
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這才是我們關心的
12:55
And so we think it's really, what matters, I mean,
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我們認為什麼時候可以應用呢？
13:00
where you want to use this is evaluative situations
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我們相信是在評量的情況下可用
13:02
like social threat situations. Where are you being evaluated,
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像是社交威脅的情境裡，在你被人評估的時候
13:06
either by your friends? Like for teenagers it's at the lunchroom table.
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也許是你朋友評估你？就像是是青少年吃午餐的餐桌上那緊張樣
13:09
It could be, you know, for some people it's speaking
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有些人可以應用在學校董事會演講時
13:11
at a school board meeting. It might be giving a pitch
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可能是提出宣揚一個主張
13:14
or giving a talk like this
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或是像現在一樣的演講裡用
13:17
or doing a job interview.
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或是找工作面試時，都用的上
13:20
We decided that the one that most people could relate to
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我們認為一般人最能認同體會的情境
13:23
because most people had been through
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因為大部分人都曾經歷過
13:24
was the job interview.
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也就是求職面試
13:25
So we published these findings, and the media
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我們發表這個結論，媒體大肆炒作
13:29
are all over it, and they say, Okay, so this is what you do
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他們說，好吧，所以你去求職面試時，
13:32
when you go in for the job interview, right? (Laughter)
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你得這樣做，對吧? (笑聲)
13:35
You know, so we were of course horrified, and said,
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我們當然大吃一驚，表示
13:37
Oh my God, no, no, no, that's not what we meant at all.
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我的天啊，不不不，我們不是這個意思
13:40
For numerous reasons, no, no, no, don't do that.
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不管甚麼原因，不不，千萬別這麼做
13:42
Again, this is not about you talking to other people.
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這和你跟別人交談無關
13:45
It's you talking to yourself. What do you do
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這是你和你自己心理對談
13:47
before you go into a job interview? You do this.
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你在面試工作之前做甚麼? 你會這樣
13:50
Right? You're sitting down. You're looking at your iPhone --
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對吧? 你會做下來，你盯著自己的 iPhone 手機
13:52
or your Android, not trying to leave anyone out.
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或安卓手機，我們可不想漏掉哪個
13:54
You are, you know, you're looking at your notes,
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你看著自己的筆記
13:56
you're hunching up, making yourself small,
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你把自己蜷縮起來，試著讓自己變得小一點
13:58
when really what you should be doing maybe is this,
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你真正需要做的應該是
14:00
like, in the bathroom, right? Do that. Find two minutes.
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到洗手間，然後這樣，花個二分鐘
14:04
So that's what we want to test. Okay?
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所以我們想測試的是這個
14:05
So we bring people into a lab, and
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把人帶進實驗室
14:07
they do either high- or low-power poses again,
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他們再擺高權勢或低權勢的姿態
14:11
they go through a very stressful job interview.
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接著進行一個高度壓力的求職面試
14:13
It's five minutes long. They are being recorded.
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為時五分鐘。全程錄影
14:17
They're being judged also, and the judges
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他們同時也被評論，而這些考官都接受過訓練
14:20
are trained to give no nonverbal feedback,
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不會給予任何非語言的回饋
14:24
so they look like this. Like, imagine
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所以他們看起來就像這樣，想像一下
14:25
this is the person interviewing you.
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這個人正在面試你
14:27
So for five minutes, nothing, and this is worse than being heckled.
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整整五分鐘，甚麼都沒有，這比刁難詰問更難受
14:32
People hate this. It's what Marianne LaFrance calls
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大家都不喜歡這種方式。這就是 Marianne LaFrance 所謂的
14:35
"standing in social quicksand."
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"陷入社交流沙中"
14:38
So this really spikes your cortisol.
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這可以大大激發你的腎上腺皮質醇
14:39
So this is the job interview we put them through,
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我們給予受試者這種面試
14:41
because we really wanted to see what happened.
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然後看結果如何
14:44
We then have these coders look at these tapes, four of them.
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我們找了四個打分數的人看這些面試錄影
14:47
They're blind to the hypothesis. They're blind to the conditions.
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他們不知假設前提和也不了解測試的條件
14:50
They have no idea who's been posing in what pose,
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沒有人知道誰擺甚麼樣的姿勢
14:53
and they end up looking at these sets of tapes,
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最後他們觀看這些帶子
14:58
and they say, "Oh, we want to hire these people," --
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然後他們說，"噢，我們想要錄用這些人"
15:00
all the high-power posers -- "we don't want to hire these people.
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也就是那些擺高權勢姿勢的人-- "這些人我們不想錄用"
15:04
We also evaluate these people much more positively overall."
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我們對這些人的整體印象也比較正面
15:06
But what's driving it? It's not about the content of the speech.
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但背後的原因是甚麼? 跟演講的內容無關
15:11
It's about the presence that they're bringing to the speech.
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而是他們把自己帶進了演講裡
15:14
We also, because we rate them on all these variables
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我們也衡量一些其他的變數
15:16
related to competence, like, how well-structured
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和能力有關，像是演講的結構好不好
15:19
is the speech? How good is it? What are their qualifications?
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它有多棒? 講者的學經歷?
15:22
No effect on those things. This is what's affected.
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全都無關。有影響的是
15:25
These kinds of things. People are bringing their true selves,
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這些事。基本上人們表現出真實的自己
15:28
basically. They're bringing themselves.
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就他們自己
15:30
They bring their ideas, but as themselves,
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他們誠實的帶入了自己的種種意念
15:32
with no, you know, residue over them.
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毫無保留
15:35
So this is what's driving the effect, or mediating the effect.
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這就是背後真實的力量，或造成影響
15:40
So when I tell people about this,
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所以當我告訴人們
15:43
that our bodies change our minds and our minds can change our behavior,
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我們的身體會改變心理，心理會改變行為
15:46
and our behavior can change our outcomes, they say to me,
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而行為會改變結果，他們回我說
15:49
"I don't -- It feels fake." Right?
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"我不這麼想--聽起來好像是假的" 對嗎?
15:51
So I said, fake it till you make it. I don't -- It's not me.
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我就說，你就假裝一直到你達成目的為止。不幹，這不是我
15:55
I don't want to get there and then still feel like a fraud.
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我不想要成功後感覺像是一個騙子
15:58
I don't want to feel like an impostor.
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我不想自己覺得自己是個假貨
15:59
I don't want to get there only to feel like I'm not supposed to be here.
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我不要達成目的後，只有一種我本不該成功的感覺
16:04
And that really resonated with me,
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我深有同感
16:06
because I want to tell you a little story about
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這裡跟大家分享一個小故事
16:08
being an impostor and feeling like I'm not supposed to be here.
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有關身為假貨，感覺我不配成功的故事
16:11
When I was 19, I was in a really bad car accident.
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在我 19 歲的時候，發生了一場很嚴重的車禍
16:14
I was thrown out of a car, rolled several times.
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我整個人飛出車外，滾了好幾翻
16:18
I was thrown from the car. And I woke up in a head injury
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我彈出車外，頭部重傷，醒來時身處頭部復健病房
16:21
rehab ward, and I had been withdrawn from college,
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我從大學裡休學
16:25
and I learned that my I.Q. had dropped by two standard deviations,
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別人告知我智商下降了 2 個標準差
16:31
which was very traumatic.
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就是說非常非常糟糕
16:33
I knew my I.Q. because I had identified with being smart,
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我知道我的智商應該是多少，因為我以前被人家認為是很聰明的那種
16:36
and I had been called gifted as a child.
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小時大家都教我是資優生
16:38
So I'm taken out of college, I keep trying to go back.
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當我被迫離開大學時，我試著回去
16:41
They say, "You're not going to finish college.
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他們說都告訴我說，"你沒有辦法畢業的。
16:43
Just, you know, there are other things for you to do,
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你知道，你還可以做很多其他的事啊，
16:46
but that's not going to work out for you."
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但大學你是無望了。"
16:48
So I really struggled with this, and I have to say,
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我死命掙扎，我必須承認
16:52
having your identity taken from you, your core identity,
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當你自我認同感被剝奪，主要的身分認同
16:54
and for me it was being smart,
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對我而言，我的自我認同就是聰明
16:56
having that taken from you, there's nothing that leaves you feeling more powerless than that.
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不再聰明，再沒有比這個讓我更加無助的了
17:01
So I felt entirely powerless. I worked and worked and worked,
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我感到完全的無力，我拼命地瘋狂地努力，努力再努力
17:03
and I got lucky, and worked, and got lucky, and worked.
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幸運眷顧，再努力，幸運，再努力。
17:06
Eventually I graduated from college.
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最終我大學畢業了。
17:09
It took me four years longer than my peers,
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我比同儕多花了四年的時間
17:11
and I convinced someone, my angel advisor, Susan Fiske,
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然後說服我的恩師，Susan Fiske
17:15
to take me on, and so I ended up at Princeton,
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收我，讓我進入了普林斯頓
17:18
and I was like, I am not supposed to be here.
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我當時覺得，我不應該在這裡
17:21
I am an impostor.
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我是個冒牌貨
17:22
And the night before my first-year talk,
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在我第一年演講前的那個晚上，
17:24
and the first-year talk at Princeton is a 20-minute talk
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普林斯頓第一年的演講
17:26
to 20 people. That's it.
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大約是對 20 個人做 20 分鐘的演講。就這樣
17:28
I was so afraid of being found out the next day
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我當時好害怕隔天被拆穿我不配當普林斯頓的學生
17:31
that I called her and said, "I'm quitting."
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所以我打給她說，"我不幹了。"
17:34
She was like, "You are not quitting,
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她說:"你不可以不幹，
17:36
because I took a gamble on you, and you're staying.
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因為我賭在你身上了，你得留下。
17:39
You're going to stay, and this is what you're going to do.
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你會留下，你得這麼做。
17:41
You are going to fake it.
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你要假裝你就是正牌普林斯頓學生
17:42
You're going to do every talk that you ever get asked to do.
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每個邀請你去主講的演講，你都得照辦
17:46
You're just going to do it and do it and do it,
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你得一直講一直講
17:48
even if you're terrified and just paralyzed
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即使你怕死了，腳癱了
17:51
and having an out-of-body experience, until you have
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魂不附體了，直到你發現你在說
17:53
this moment where you say, 'Oh my gosh, I'm doing it.
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"噢，我的天啊，我正在做這件事。
17:56
Like, I have become this. I am actually doing this.'"
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我已經成為它的一部分了，我就是正牌普林斯頓人。"
17:59
So that's what I did. Five years in grad school,
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這就是說所做的，五年的研究生生涯
18:02
a few years, you know, I'm at Northwestern,
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我在西北大學待了幾年
18:04
I moved to Harvard, I'm at Harvard, I'm not really
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我後來去了哈佛，我在哈佛，我沒有在想到這件事了
18:06
thinking about it anymore, but for a long time I had been thinking,
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但之前有很長一段時間我都在想這件事
18:10
"Not supposed to be here. Not supposed to be here."
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"不配在這。不應該在這。"
18:12
So at the end of my first year at Harvard,
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所以哈佛第一年結束
18:14
a student who had not talked in class the entire semester,
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4566
有個整學期在課堂上沒說過一句話的學生
18:19
who I had said, "Look, you've gotta participate or else you're going to fail,"
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我曾經警告她："你得參與融入否則你會被當"
18:22
came into my office. I really didn't know her at all.
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來辦公室見我。其實我壓根就不認識她。
18:25
And she said, she came in totally defeated, and she said,
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她進來時垂頭喪氣，她說
18:29
"I'm not supposed to be here."
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6045
"我不配在這裡。"
18:35
And that was the moment for me. Because two things happened.
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此時此刻，我了解。就在此刻，二件事發生了。
18:39
One was that I realized,
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我突然明白
18:40
oh my gosh, I don't feel like that anymore. You know.
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天啊，我再也沒有這種感覺了。你知道嗎。
18:44
I don't feel that anymore, but she does, and I get that feeling.
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我再也不這樣感覺了，但她卻是，我懂她。
18:46
And the second was, she is supposed to be here!
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第二件事，她本來就應該在這裡!
18:49
Like, she can fake it, she can become it.
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她可以假裝，她可以成功。
18:51
So I was like, "Yes, you are! You are supposed to be here!
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所以我跟她說，"當然你應該! 你本來就應該在這裡!"
18:54
And tomorrow you're going to fake it,
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明天起你就假裝
18:56
you're going to make yourself powerful, and, you know,
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你要讓自己充滿力量，
18:59
you're gonna — " (Applause)
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你將會---"(掌聲)
19:02
(Applause)
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(掌聲)
19:04
"And you're going to go into the classroom,
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"你要走進教室
19:08
and you are going to give the best comment ever."
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2424
你會發表最棒的評論。"
19:11
You know? And she gave the best comment ever,
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你知道嗎? 她就真的發表了最棒的評論
19:14
and people turned around and they were like,
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大家都回過神來，他們就好像
19:15
oh my God, I didn't even notice her sitting there, you know? (Laughter)
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喔我的天啊，我竟沒有注意到她坐在那裡，你知道嗎? (笑聲)
19:18
She comes back to me months later, and I realized
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幾個月後她來找我，我才明白
19:21
that she had not just faked it till she made it,
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她不僅只是假裝到她成功為止
19:23
she had actually faked it till she became it.
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她根本就是從假裝轉變到真實
19:26
So she had changed.
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整個人脫胎換骨
19:28
And so I want to say to you, don't fake it till you make it.
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我想對大家說，不要假裝到你成功
19:32
Fake it till you become it. You know? It's not —
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先假裝然後終將成真。知道嗎?
19:35
Do it enough until you actually become it and internalize.
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持續地做直到它內化到你的骨子裡。
19:38
The last thing I'm going to leave you with is this.
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最後與大家分享的是
19:41
Tiny tweaks can lead to big changes.
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小調整，大改變
19:45
So this is two minutes.
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就二分鐘
19:48
Two minutes, two minutes, two minutes.
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二分鐘，二分鐘，二分鐘
19:50
Before you go into the next stressful evaluative situation,
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在你進行下一場令人緊張的評估情境之前
19:53
for two minutes, try doing this, in the elevator,
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2706
拿出二分鐘，試試看做這個，電梯裡，
19:56
in a bathroom stall, at your desk behind closed doors.
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3239
洗手間，關上房門，就在你的桌子前
19:59
That's what you want to do. Configure your brain
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你就這麼做，規劃你的腦袋
20:01
to cope the best in that situation.
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能在壓力情境中發揮最大效益
20:03
Get your testosterone up. Get your cortisol down.
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提升你的睪固銅，降低你的腎上腺皮質醇
20:06
Don't leave that situation feeling like, oh, I didn't show them who I am.
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千萬別事後才有，噢，我沒把最好那面表現出來那種遺憾
20:10
Leave that situation feeling like, oh, I really feel like
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而是留下，噢，我得以充分表現表達自己
20:12
I got to say who I am and show who I am.
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讓他們知道我是怎麼樣的人
20:14
So I want to ask you first, you know,
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在這裡我想要求大家，你知道
20:17
both to try power posing,
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3781
嘗試高權勢姿勢
20:21
and also I want to ask you
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同時也想請求各位
20:22
to share the science, because this is simple.
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3228
把這項科學分享出去，因為它很簡單
20:26
I don't have ego involved in this. (Laughter)
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這可不是我自大 (笑聲)
20:28
Give it away. Share it with people,
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散發出去，和人分享
20:29
because the people who can use it the most are the ones
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因為最用得到的人是那些
20:31
with no resources and no technology
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沒有資源和也不懂科技的人
20:36
and no status and no power. Give it to them
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沒有社會地位和權勢。把這個傳達給他們
20:39
because they can do it in private.
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因為他們私下就可以做
20:40
They need their bodies, privacy and two minutes,
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只需要他們的身體，隱私和二分鐘
20:43
and it can significantly change the outcomes of their life.
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然後這會大大地改變他們生命的結果
20:46
Thank you. (Applause)
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謝謝 (掌聲)
20:50
(Applause)
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(掌聲)
ABOUT THE SPEAKER
Amy Cuddy - Social psychologistAmy Cuddy’s research on body language reveals that we can change other people’s perceptions — and perhaps even our own body chemistry — simply by changing body positions.
Why you should listen
Amy Cuddy wasn’t supposed to become a successful scientist. In fact, she wasn’t even supposed to finish her undergraduate degree. Early in her college career, Cuddy suffered a severe head injury in a car accident, and doctors said she would struggle to fully regain her mental capacity and finish her undergraduate degree.
But she proved them wrong. Today, Cuddy is a professor and researcher at Harvard Business School, where she studies how nonverbal behavior and snap judgments affect people from the classroom to the boardroom. And her training as a classical dancer (another skill she regained after her injury) is evident in her fascinating work on "power posing" -- how your body position influences others and even your own brain.
Amy Cuddy | Speaker | TED.com